Director of Sales

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Develop and implement a sales strategy aimed at acquiring strategic customers and achieving sales objectives.

• Cultivate and direct a proactive strategy for building relationships with key customers.

• Oversee pipeline management, enforce forecasting discipline, and prioritize deals within the sales team.

• Establish and execute consistent operational rhythms (including pipeline reviews, forecasting, deal strategies, and one-on-one meetings with representatives).

• Supervise team performance, fostering coaching, accountability, and clarity of roles across both inside and outside sales efforts.

• Promote best practices in deal execution, which encompass qualification, stakeholder mapping, multi-threading, and planning for closure.

• Collaborate with internal partners, including Product and Marketing, to ensure effective sales execution.

• Lead enhancements in the RFP processes, along with improving internal workflows, timelines, and prioritization of pursuits.

• Create scalable sales processes, comprehensive playbooks, and reporting standards to facilitate growth.

• Identify and apply process enhancements that boost speed, focus, and predictability.

• Communicate clearly about performance risks, forecast precision, and progress on deals.

• Assist leadership with special projects and strategic initiatives related to sales execution.

⛳️ Requirements

• Proven experience in developing and executing a sales plan that successfully attracts strategic customers and meets sales targets.

• Experience in creating and leading a proactive relationship-building approach with key customers.

• At least 8 years of progressive sales experience, including a minimum of 4 years in a leadership or management role.

• Demonstrated success in building and managing high-performing sales teams and establishing structured operational rhythms.

• Strong ability to enforce accountability through well-defined processes, prioritization, and execution standards.

• Experience in navigating complex deal cycles involving multiple stakeholders and extended purchasing timelines.

• Familiarity with responding to RFPs.

• Excellent critical thinking and execution skills.

• Capability to implement and adhere to Knowledge Management standards and methodologies.

• Experience in selling to government entities is essential, with particular experience in the Justice sector being a significant advantage.

• Background in working within Agile teams or formal training in Scrum or Agile methodologies is highly regarded.

🏝️ Benefits

• Competitive compensation reflective of skills, experience, and tenure.

• Comprehensive medical, dental, and vision insurance.

• Generous paid time off along with paid holidays.

• 401(k) retirement plans (US) and GRRSP (CDN) options.

• Annual professional development allowance of $1,500 USD per employee.

• Access to a vast library of book subscriptions in each office for personal and professional development.

• Flexible working hours that can be arranged with your supervisor.

• Opportunities for remote work from home or office settings.

• Regular personal meetings with direct supervisors every four to six weeks to discuss career progression, advancement opportunities, and other employee concerns.

• Travel opportunities between Journal Technology offices and client locations.